Pointclear

JULY 25, 2013

6 Marketing Trends to Watch in 2013: New Research. Do you know how media fragmentation works and how to engage consumers across multiple channels and devices? Learn why Anothony says his blog is "an outstanding ROI." Via OpenView Labs.

Trends 200

Trends B2B PointClear Marketing 200

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. TURN REPS INTO MARKETING CHANNELS. Once optimized, each rep’s LinkedIn page becomes a marketing channel. Leverage this marketing channel to reach a broader audience and expand reach.

Social Selling 321

Social Selling Top of Funnel Ideal Customer Profile Marketing 321

Score More Sales

MARCH 26, 2013

In addition, these companies are growing their connection to the customer through social channels – so the natural progression of thought is to get more CRM applications social too. New insights into their customers, giving the company competitive advantages. •

CRM 235

CRM Guidelines Compensation Outbound 235

SBI Growth

NOVEMBER 3, 2012

Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? Your peers told us what they are doing during this event and how they are prioritizing for the 2013 sales strategy inside their regions. Question : What Sales Productivity Problem should you Fix in 2013? H ow to Sequence. Do you have one?

Scale 282

Scale Face-to-face Promotion Lead Rank 282

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. Fast forward to April of 2013. Supply multiple channels to do so. Integrate all of these channels into one collection of feedback. Consider supporting these channels: Conversation or email from Sales person to direct manager.

Compensation 292

Compensation Channels Fashion Construction 292

Sales and Marketing Management

APRIL 18, 2013

Issue Date: 2013-03-01. Author: Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. Teaser: If whiteboard-based stories can enable more effective conversations, why is everyone still using PowerPoint in marketing and sales processes?

Channels 149

Channels Sales Process Conversion Strategy 149

SBI Growth

AUGUST 10, 2012

Trained the sales force and channel partners on the new product. Your sales team needs this from you to make your product launch in 2013 successful. On their June 28 th earnings call, the CEO announced the delayed release (again) of the Blackberry 10 until January, 2013. 2013 is around the corner. They should.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Pointclear

MARCH 6, 2014

Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. Others are more subtle branding channels with more difficult-to-measure metrics.

Paid Content 252

Paid Content Social Media Survey ROI 252

SBI Growth

SEPTEMBER 14, 2012

HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. Show the candidate your fact-based territory design methodology with minimal in-year changes, where hard-won accounts do not suddenly transition to another rep or channel. Avoid a Myopic Focus. The Hot Product.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

Pointclear

SEPTEMBER 25, 2012

I have some questions for you as you plan: Sales Forecast: Does your marketing plan start with the sales forecast; by product in dollars and units by sales channel, domestic vs. international? Have you predicted the number of inquiries you will need to create for each salesperson in total and by month, by product? Do you know the forecast?

Lead Generation 170

Lead Generation Sales Qualified Lead Marketing Qualified Lead Leads 170

The Pipeline

JUNE 24, 2013

Here we are the last week of the first half of 2013, the first full week of summer, what better time to focus on every seller’s second favourite topic, voice mail. The Discovery channel has their annual tradition of Shark Week, and now we introduce Voice Mail Week. By Tibor Shanto – tibor.shanto@sellbetter.ca.

Video 267

Video Cold Calling Sales Leadership Channels 267

SBI Growth

AUGUST 22, 2012

Multi-Channel Tracking: Definition: The ability to track multiple sources and campaigns attributed to converting a lead. The ability to see how every marketing ‘touch’ attributed to help convert a lead helps prove the effectiveness of channel mix. You can reach me here to discuss how you can improve it heading into 2013.

ROI 306

ROI Omniture Data Demand Generation 306

Understanding the Sales Force

MAY 1, 2014

We go to market through a global network of certified partners - our channel - and we spent considerable meeting time talking about them. It''s not very difficult to upgrade the quality of your sales force or channel. Image credit: photoman / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Evaluate and thrive!

Hiring 225

Hiring Webinar Metrics Channels Policies 225

The Sales Hunter

OCTOBER 1, 2013

First, if you must offer a discount to make the year-end number, offer the discount to a customer or group of customers in a separate channel from where you normally operate. This strategy of using a different channel to discount volume is one I recommend cautiously and should only be done as an absolute last resort.

Discount 204

Discount Channels Consumer Motivation 204

The Sales Hunter

OCTOBER 17, 2013

“Push” marketing is focused around loading up the channel, advertising heavily and trying to convince the customer to buy. (Yes, I know the true marketing definitions of these are much more complex. Copyright 2013, Mark Hunter “The Sales Hunter.” I’m just trying to be simple in the context of this blog.).

Strategy 241

Strategy Cold Calling Consultative Selling Margin 241

No More Cold Calling

MARCH 31, 2020

Learn how to take action in my free Sales Experts Channel presentation—“ How to Recession-Proof Your Sales in 9 Killer Steps ”—on Tuesday, April 14, at 1:00 Pacific, 2:00 Mountain, 3:00 Central, 4:00 Eastern, and other time zones around the world. We need to take action to build our business in these tenuous times.

Referrals 326

Referrals Cold Calling How To Call-back 326

SBI Growth

SEPTEMBER 22, 2012

Here’s the best practice: Inventory your content by mode or channel of delivery. In the interim, if you want to know more about what your marketing peers are planning for 2013, register for SBI’s 6 th Annual Research Project HERE. If you want help building your Buyer Personas, send me an email and I will walk you through the process.

Maximizer 288

Maximizer Buyer Persona Lead Rank Marketing Qualified Lead 288

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Establish a fun atmosphere with good feedback channels. We are short of our bottom line number. The CEO wants to approve all hires until the beginning of next year. This means no hiring except in extreme circumstances. But what you do about it is not.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

SBI Growth

NOVEMBER 10, 2013

Discover insights and market trends from SBI’s research in 2013. Here are some best practices when developing Social Listening: Cast a wide net – Listen to Company, Competitor, Channel, Contact, and Market. Get started on buyer insights by downloading the Buyer Research Guide. Buyer Process Maps. Social Listening. Buyer Personas.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

Score More Sales

JULY 27, 2013

Below are some of my fantastic and amazing social selling colleagues – all of us, like Score More Sales, are LinkedIn Sales Solutions Channel Partners. What is a LinkedIn Sales Solutions Channel Partner? If you don’t maximize all the capabilities of LinkedIn now – you’ll fall short.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

SBI Growth

JULY 18, 2013

Also, the payments only apply to 2013 departures and must be for a minimum of seven days. Some Key Learning’s From P&O’s Mistakes: Understand your market, including channel partners, before you change the comp plan. Don’t pick a fight with key channel partners. Don’t tie SPIFFS to lots of confusing qualifiers.

Case Study 266

Case Study Study Commission Company 266

Your Sales Management Guru

AUGUST 5, 2013

5, 2013—Top 50 Sales/Marketing Influencer Ken Thoreson , author of articles and book series for sales leaders, renowned author, columnist, speaker and Acumen Management Group principal, has earned a spot on Top Sales World ’s 2013 “ Top 50 Sales & Marketing Influencers list. KNOXVILLE, Tenn.,

Influencer 82

Influencer Marketing Face-to-face Retail 82

Increase Sales

JUNE 14, 2013

This week I achieved another measurable milestone by being included in this list of the Top 25 Sales Influencers in 2013. I am truly honored that Open View Sales Lab included my name in their 2013 list. Had it not been for social media, I know for a fact this would not have happened. Yes social media works for small business owners.

Social Media 174

Social Media Small Business Small Business Media 174

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. This is in spite of the fact that most of it is created for sales and channel enablement purposes.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Score More Sales

FEBRUARY 21, 2014

You can control what you do and say on your company website, and link to your channel partners or other associates rather than somehow finding ads and links to competitor sites. Ultimately, your company owns its website and all the great content outside of your website resides on other people’s sites.

Lead Scoring 231

Lead Scoring Lead Rank Microsoft Twitter 231

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. You'll find a short description of each channel as well as a few examples of especially informative or entertaining videos from each. Best Sales Videos.

Channels 112

Channels Video Training Hiring 112

Understanding the Sales Force

AUGUST 15, 2013

What we are seeing is companies that work through a traditional sales channel and act like a real business are the ones that work," Saks said. c) Copyright 2013 Dave Kurlan' Throwing your app up and hoping folks just figure it out is not getting it done." None of which should surprise Pyle. Not sometimes. Not only when it''s easy.

Industry 243

Industry Retail Software Software 243

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. For more on referral selling, tune into my new sales TV show— Back in the Black on The Sales Experts Channel. If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Pointclear

MARCH 13, 2014

The interviews are available on our blog and YouTube channel. Chad Burmeister, Vice President of Corporate Sales at ConnectandSell Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Score More Sales

DECEMBER 23, 2013

We use Hubspot so I get a “Social Media Notification” twice a day showing me who in my world (prospects, partners, industry counterparts, and clients) has interacted with us through social channels so it is easy to quickly respond, thank, or just see the activity.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

Score More Sales

APRIL 4, 2013

Hear about how one of us grew business through messaging to CEOs about what she learned about them on social channels. Find out how another sales leader connected her prospect to a speaking opportunity and what happened as a result. What works, and what doesn’t work?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

SBI Growth

SEPTEMBER 4, 2012

The first step is to develop relevant content; the second is to know what channel to deliver it through. If you want to know what your peers are doing differently in 2013 to hit their numbers, register for this no-cost session. Marketers must understand how their prospects and customers prefer to interact with your company.

Face-to-face 288

Face-to-face Marketing Hiring Social Media 288

Understanding the Sales Force

JANUARY 31, 2014

Channels - Optimizing Your Traction. Image credit: feverpitched / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Part 1 will address: Sales Process - Optimizing Conversions. Sales Methodology – Why It Matters. Sales Messaging - How to Get It Right. 3 Critical Conversations. Executing in a Changing Economy. April 15 Register.

Hiring 204

Hiring Inbound Hubspot Webinar Metrics 204

Score More Sales

NOVEMBER 13, 2013

Go to the Dreamforce channel on YouTube. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

SalesForce 194

SalesForce Lead Rank Lead Scoring Twitter 194

SBI Growth

DECEMBER 3, 2013

You rolled out 2013’s initiative at sales kickoff. This communication channel serves one purpose: to encourage feedback on the new material. As a result your boss told you to “get back to basics”. This post discusses overcoming these two common problems that lead to failed improvement projects. Problem 1—Poor Roll Out.

Groups 297

Groups Follow-up SalesForce Training 297

No More Cold Calling

APRIL 30, 2020

I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

SBI Growth

DECEMBER 22, 2012

It’s especially for HR leaders to increase their Sales recruiting channels. Q1 of 2013 is a busy time to refill empty Sales territories. This post will show how to use LinkedIn for some free sales recruiting sources. Plus, you can download a tool to assess your current Reps’ “source-ability” scores.

Hiring 275

Hiring Territories LinkedIn Groups 275